Tuesday, June 01, 2004

Trend: Channel Programs Are Changing

I am surprised at the number of vendors who are going through the process of channel program refresh and realignment right now. Even more surprising is how many are doing much more than tweaking benefits. In fact several of the vendors are attempting to fundamentally change the way they interact with their channels. Some of the favorite things we have noticed is how well Cisco is doing in communicating that its programs are new and improved. Microsoft has a very interesting point system that ties benefits to its corporate objectives and away from merely rewarding companies for trained headcount. Intel is creating trusted advisors out of its sales reps.

It is not that these types of things have not been tried before, but that these companies are succeeding that is interesting. Companies such as Microsoft and Cisco are setting the bar for channel management.

What's happening in your company? What are the best practices you have identified in the channel?

Scott Karren, The Channel Pro


2 comments
Comments:
This post has been removed by the author.
 
Some of these companies have been going through major reorganizations to better address their channels. The following comes from Ziff Davis's Channel Zone:

"Microsoft Reorganizes to Bolster SMB Strategy - June 3, 2004

Microsoft Corp. on Thursday announce a fairly significant organizational change to its business software groups. Execs said the moves were made in order to better focus the company on its small and mid-sized business applications strategy and align its namesake Business Solutions division and partner channels. "
 
Post a Comment

This page is powered by Blogger. Isn't yours?